Data.com Customers

NBC Universal logo

NBC Universal

Industry: Communications & Media
“Clean data, faster sales cycles, higher productivity.”

Company Overview

NBC Universal is an American commercial broadcasting television network.

Challenge

  • Needed a handle on contact management, due to the rapid rate of personnel changes in the media industry
  • Wanted to show they could touch and know their clients better than anyone else in the industry
  • 80 percent of sales time was spent searching through contact database

Solution

  • More contacts at C-level and beyond at specific accounts
  • Inaccurate contact and account data updated with Data.com Clean

Results

  • Increased sales and marketing alignment with Data.com’s complete and accurate database
  • Increased sales efficiency
  • Sales reps penetrate accounts faster with access to the right contacts
  • Lower bounce rates with quick and accurate updates of marketing lists

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Lenovo logo

Lenovo

Industry: Hi-Tech Hardware
“Our marketing thrives on Data.com.”

Company Overview

Lenovo is a multinational computer technology corporation that develops, manufactures, and markets award-winning personal technology.

Challenge

  • Wanted to enhance sales and marketing data quality
  • Needed to consolidate diverse data sources while preserving data integrity
  • Concerns included contact data aging and data quality

Solution

  • Chose Data.com for its innovative, crowd-sourced approach to contact management
  • Flexibility and Salesforce integration were particularly well suited for Lenovo’s U.S. business environment
  • Helped with the overall segmentation process, with each account being linked to a set of targeted decision makers

Results

  • Reduced bounce rates for email campaigns
  • Decreased return rates for direct mail campaigns
  • Helped sales team reach more accounts and close more deals
  • Increased productivity, with employees spending less time searching through multiple sources to find contacts

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Vanella Group logo

Vanella Group

Industry: Business Services
“Having Data.com integrated with a CRM system provides huge value—it’s all about saving wasted cycles.”

Company Overview

The Vanella Group, Inc. is the leading provider of expert, high-quality, B2B telemarketing and telesales-based lead-generation services exclusively for technology companies.

Challenge

  • Looking to cast a wider net when prospecting within an account
  • Wanted to reduce networking cycles while gaining greater capacity and expanding output
  • Lists available for purchase contained many out-of-date contacts or incomplete information

Solution

  • Data.com helps with contact identification during tele-prospecting
  • Integrated Data.com with existing CRM system

Results

  • Reduced initial time spent identifying prospects by 40 percent
  • Accelerated prospecting with fast access to the most relevant and current data
  • More efficient use of CRM and other sales and marketing automation applications

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Clairmail logo

Clairmail

Industry: Hi-Tech Software & Service
“We were able to beat out competitors with up-to-the minute updates through Data.com.”

Company Overview

Clairmail helps secure mobile banking for 8 out of the top 10 banks in North America. Its software makes it possible for people to view their bank accounts, make payments, and receive fraud alerts on their mobile phones.

Challenge

  • Wanted a solution with the most data and best data and full integration with Salesforce

Solution

  • Data.com’s crowd-sourced model offers unique value in terms of efficiency and data maintenance
  • Determined that Data.com’s information was 10 percent better than that of competitors
  • Automatically purges out-of-date contacts and notifies salespeople of new contacts
  • Full integration with Salesforce

Results

  • Provided Clairmail with a competitive advantage; for example, Data.com alerted Clairmail about troubled banks before the FDIC published information about bank closures
  • More new contacts and better data than other vendors
  • Up to 30 percent of campaign responders are contacts acquired through Data.com
  • Increased productivity by saving the sales organization from “dead dials”

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Internap logo

Internap

Industry: Hi-Tech
“Data.com gives us information our sales reps can act on immediately.”

 

Company Overview

Internap provides IT infrastructure services such as content delivery, colocation, and managed hosting. More than 2,700 customers around the world rely on Internap to achieve their Internet business goals.

Challenge

  • Management wanted a solution that could help their army of 80 sales reps drive new business and increase the sales pipeline

Solution

  • Cleaned up incomplete and inaccurate records
  • Sales and marketing easily share clean, current, and complete contacts
  • Salesforce integration provides a single complete view of the entire company

Results

  • Sales reps are now able to quickly identify the right contacts
  • Shorter sales cycles
  • Expanded pipeline
  • Boosted close rates
  • Increased sales productivity; before Data.com, the equivalent of 5 percent of time spent with every opportunity was spent on data cleanup
  • Achieved widespread adoption thanks to the ease of use of Salesforce and Data.com

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Enterasys logo

Enterasys

Hi-Tech Hardware
“Our campaigns soar with Data.com.”

Company Overview

Enterasys Networks is a premier global provider of wired and wireless network infrastructure and security solutions.

Challenge

  • Wasting time researching information for incomplete records
  • Needed a data enrichment tool to help sales team drive revenue and pipeline
  • Needed net new contacts to build marketing pipeline and expand their reach

Solution

  • Licensed Data.com to their entire sales team
  • Nightly update to leads, contacts, and accounts
  • Clean, complete, and accurate contacts are used for prospecting
  • Net new contacts provided by Data.com are used for marketing lists
  • Data.com paired with Marketo allows for closed loop marketing

Results

  • Data.com-managed pipeline has reached $1.4 billion
  • Completed records have saved significant time, with additional research rarely required
  • All contacts tied to opportunities have been improved with Data.com data
  • Pipeline directly sourced from Data.com through prospecting and marketing lists totals $2.9 million
  • Managed revenue has reached $548 million
  • Sourced revenue totals $1.7 million
  • Great ROI on marketing campaigns sourced from Data.com

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Ariba logo

Ariba

Industry: Hi-Tech Software & Service
“Data.com has made our sales reps much more productive and efficient in their day-to-day jobs.”

Company Overview

Ariba is a cloud solution provider, offering applications that automate buying, help target preferred suppliers, and manage enterprise sourcing.

Challenge

  • Needed to fill in customer information gaps
  • Sales reps wanted to extend their reach deeper into customer accounts for additional contacts to build pipeline

Solution

  • Quickly find contacts within given accounts
  • Able to do better diligence before initial prospect meetings and be more effective on sales calls

Results

  • Increased sales team productivity and efficiency
  • Reached more contacts in accounts, including beyond the C-level
  • Improved close rates
  • 41 percent increase in qualified pipeline
  • Better targeting in email campaigns yielded new business opportunities

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